Note: The job is a remote job and is open to candidates in USA. Toshiba America Energy Systems, through its EtaPRO LLC business, provides real-time digital platforms for equipment and facility performance, anomaly detection, and condition monitoring. The Business Development Manager will drive growth for industrial real-time performance and equipment condition monitoring and diagnostics software and services by identifying market opportunities, developing client relationships, managing sales pipelines, and delivering tailored solutions for power generation and oil and gas customers.
Responsibilities
- Meet or exceed annual sales booking targets
- Grow and maintain a qualified sales opportunity pipeline over a 24-month horizon that is at least three times the annual sales booking target
- Maximize the customer experience (CX) through effective account management throughout the inquiry-to-order (ITO) and order-to-delivery (OTD) life cycles
- Negotiate technical and commercial proposals, contracts, and software license agreements, and maintain customer and EtaPRO compliance with these agreements
- Develop an effective understanding of the EtaPRO product and service offerings
- Understand and execute effective account management to grow key accounts to long-term, large, and comprehensive contracts
- Perform market and client research
- Develop understanding of market trends and dynamics
- Develop understanding of M&D products and services trends
- Competitor research and competitive position analysis
- Understand sales pipeline management to advance opportunities from initial lead through closure
- Develop strategies for market and client opportunity growth
- Perform client prospecting to find new qualified sales opportunities
- Lead customer discovery meetings and calls
- Develop client product and service solutions
- Prepare scope of deliverables and commercial pricing proposals
- Support the sales process, large proposal process, and capture strategies for key opportunities
- Develop personal sales competencies and skills
- Ability to effectively present EtaPRO’s business, technology and applications capabilities and expand discover phases for complete understanding of client objectives/challenges
- Manage and develop executive relationships (leadership levels) with clients and prospective clients
- Manage existing account base to ensure client satisfaction
- Effectively leverage the EtaPRO CRM for managing all leads, contacts, accounts, and opportunities
- Must be a self-starter, resourceful, and be able to effectively manage multiple tasks at any given time
Skills
- Bachelor's degree in engineering, business, or a related field (MBA a plus)
- Proven track record in enterprise-level selling and long-term client development
- 5+ years of industrial software sales, with preference for experience in M&D, APM, or industrial automation
Benefits
- The chance to influence digital transformation in critical infrastructure industries.
- A collaborative, forward-looking culture that values innovation and customer-centricity.
- Self-actualization - Personal growth, Creativity, Authenticity, Purpose, and Self-awareness.
- Opportunities for career growth in a fast-growing industrial technology space.
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